Question bank
ICP interview questions for three rounds
Thirteen past-behaviour questions to find and confirm your ideal customer
Thirteen open interview questions for finding an ideal customer profile, grouped by round. Every question asks about past behaviour rather than opinions about an idea, so answers are harder to fake. Use the first section to compare segments, the second to learn the buying trigger and decision, and the third to confirm with new people and test commitment. They work as a guide for live calls or as the question list in an AI-moderated Koji study.
Where this appears
What's in this question bank
Round 1: go wide
- Tell me about the last time this problem came up. What happened?
- How often does that happen?
- What did you do about it? What does that cost you, in time or money?
- What have you tried that didn't work?
- If this disappeared tomorrow, what would change for you?
Round 2: go deep
- What happened right before you started looking for a better way?
- What else did you look at? Why did you pick what you use now?
- Who else was involved in the decision? Who signed off on the money?
- What would a solution have to do for you to switch?
- What would make you not trust a new tool for this?
Round 3: confirm
- Walk me through the last time this came up.
- What do you use for this today, and what does it cost you?
- Would you be up for a pilot, or a call with whoever signs off on this?
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<a href="https://www.koji.so/visuals/icp-interview-question-bank-three-rounds"><img src="https://www.koji.so/visuals/icp-interview-question-bank-three-rounds/icp-interview-question-bank-three-rounds.png" alt="Question bank for ICP interviews in three sections: going wide across segments, going deep in one segment and confirming with new people." width="1080" height="1080" /></a>
<p>Source: <a href="https://www.koji.so/visuals/icp-interview-question-bank-three-rounds">ICP interview questions for three rounds</a>, Koji</p>
